Build internal capabilities & systems

Create a list of everything you need to build your partner program and start to execute on it. This probably means you need to create brochures, marketing material, processes, etc. Implement IT-systems that will help you to support your partner program.

This is a very important step since it will greatly help you in the future when you manage hundreds of partners.

Table Of Contents

Partner Relationship Management (PRM)

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General documentation

  • Partner Program Operation Plan – Resources, time, organization chart, Systems, Sales.
  • Marketing.
  • Legal Agreements.
  • Internal Power Point Explaining the program.
  • Account manager expectations on partners.
  • Internal manual for partner program.
  • Information on how partner can get presales help and support.
  • Information on how to manage leads and what is expected by partners.
  • Partner Selection Matrix.
  • Partner Program Roadmap presentation.
  • Co-op fund structure.

Marketing

  • External Sales Power Point to explain the program.
  • Partner Certificate.
  • Training Certificate.
  • 2-page brochure explaining the partner program.
  • Webpage where the Partner Program is explained and marketed.
  • All marketing material that will enable partners to sell the solutions.
  • Write specifications, select and implement IT-system for a Partner Portal where partners can log in to get access to all material.

Education Platform

  • Create a specification for an IT-system that can host the education platform.
  • Select IT-system and implement it.
  • Establish training and certification curricula.
  • Produce training material in the form of videos, presentations, text etc. Example – Create tests so partner can certify their knowledge level.

See tools section Citrix GoToTraining / Cisco WebEx / Netexam / SAP Litmos / Zendesk (support) / SFDC (cases)